Purpose – The purpose of this study was to conduct a content analysis of humor styles used in US and Mexican television advertising. Design/methodology/approach – A total of 97 television commercials broadcasted by major US and Mexican national television networks were classified under the...

Purpose – This paper aims to present perceptions of sales executives from three countries regarding expectations for the future of the sales profession and sales position. Design/methodology/approach – Results of a thematic interpretation of in‐depth interviews are presented, using several...

Purpose – The purpose of this paper is to examine sales manager training approaches, methods, and instructors (as well as their perceived effectiveness, frequency, and assessment). Design/methodology/approach – Utilizing a survey approach, data were collected (and analyzed) from 355 members...

Purpose – The purpose of this paper is to examine the usefulness of a heuristic expert system, to show its applicability to real‐world valuation problems, and to suggest several avenues for statistical testing. Design/methodology/approach – The expert systems follow a traditional sales...

Purpose – The purpose of this paper is to examine the relationship between sales networks and effectiveness in overseas government markets with a focus on overseas home‐country officials, and local key government officials. Design/methodology/approach – A random sample of American firms...

Purpose – The purpose of this paper is to examine practices of and differences between small and large organizations as they relate to the training of sales managers. Design/methodology/approach – Utilizing a survey approach, data were collected from a sample of sales managers and trainers...

Purpose – The purpose of this research was to examine the link between supply chain management (SCM), market orientation, and organizational success, and to develop a model that describes the relationship among the three. Design/methodology/approach – A survey of sales managers within large...

This paper focuses on a comparison between Internet and traditionally presented and transacted office properties for sale in Boston/US and London/UK. This comparison provides a better understanding of the effect of the Internet on the real estate office market based on a data‐driven, rather...

Purpose – The purpose of this paper is to determine if there are positive microeconomic effects from a state‐funded loan participation program on farm productivity and investment behavior. Design/methodology/approach – The authors take the approach that access to credit solves a liquidity...